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Tips For Sales Leaders

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SBI | Sales Benchmark Index
SBI | Sales Benchmark Index

This deck by Sales Benchmark Index is 1 of a 3 part series of Greg Alexander’s 51 tips from the sales consulting industry blog post.

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Website Email Phone www.salesbenchmarkindex.com info@salesbenchmarkindex.com 1-888-556-7338 Tips for Sales Leaders from the Sales Consulting Industry Part I
Have both commissions and bonuses in your comp plan 2 2
Make sure to have channel-ready Content before launching a channel enablement program. 3
Last year’s revenue production… …is an unreliable input into this year’s quota. 4 4
Convert your ideal customer profile into buyer personas. 5
Keep the lead scoring algorithm 6 6
The most effective sales process reinforcement tool is the Win/Loss review More on this including free tools here 7
Fill lead development rep positions • BBEFORE filling sales rep positions 8
When qualifying a lead… Understand the difference between interest and intent. Click here for more tips 9 9 about lead qualification
Properly weigh comp plan variables. You are signaling to the field what is important to you Click here for tips on how to make your comp plan rock. 10 10
Prioritize recycled leads over all other lead sources Third time is a charm 11 11
Match web form submissions to 3rd party databases… …to see if they are real. 12 12
Tie quotas to the potential of a territory Click here for more information about 13 how to balance and refine territories 13
Event based sales training Does Not Work 14 14
New hire time to productivity is most effected by territory composition. 15 15
Hiring ‘A’ players takes more than a 1 hour interview. Click here for 10 things to ask yourself before extending your next offer 16 16
Don’t read any sales best practices written pre-internet. They no longer apply. Click here to subscribe to sales blogs like this one 17 17
Stop calling inside sales “inside sales”. It is demeaning and no longer accurate. Click here for a link to our recent 18 webinar 18
There are 2,000 hours of selling time per rep per year. 50 weeks x 40 hour weeks. 19 19
Learn More Contact us to hear the rest of the story... Email - info@salesbenchmarkindex.com Phone - 1-888-556-7338 Web: http://www.salesbenchmarkindex.com Click here to subscribe to our blog for more free daily tips & tools 20

More Related Content

Tips For Sales Leaders

  • 1. Website Email Phone www.salesbenchmarkindex.com info@salesbenchmarkindex.com 1-888-556-7338 Tips for Sales Leaders from the Sales Consulting Industry Part I
  • 2. Have both commissions and bonuses in your comp plan 2 2
  • 3. Make sure to have channel-ready Content before launching a channel enablement program. 3
  • 4. Last year’s revenue production… …is an unreliable input into this year’s quota. 4 4
  • 5. Convert your ideal customer profile into buyer personas. 5
  • 6. Keep the lead scoring algorithm 6 6
  • 7. The most effective sales process reinforcement tool is the Win/Loss review More on this including free tools here 7
  • 8. Fill lead development rep positions • BBEFORE filling sales rep positions 8
  • 9. When qualifying a lead… Understand the difference between interest and intent. Click here for more tips 9 9 about lead qualification
  • 10. Properly weigh comp plan variables. You are signaling to the field what is important to you Click here for tips on how to make your comp plan rock. 10 10
  • 11. Prioritize recycled leads over all other lead sources Third time is a charm 11 11
  • 12. Match web form submissions to 3rd party databases… …to see if they are real. 12 12
  • 13. Tie quotas to the potential of a territory Click here for more information about 13 how to balance and refine territories 13
  • 14. Event based sales training Does Not Work 14 14
  • 15. New hire time to productivity is most effected by territory composition. 15 15
  • 16. Hiring ‘A’ players takes more than a 1 hour interview. Click here for 10 things to ask yourself before extending your next offer 16 16
  • 17. Don’t read any sales best practices written pre-internet. They no longer apply. Click here to subscribe to sales blogs like this one 17 17
  • 18. Stop calling inside sales “inside sales”. It is demeaning and no longer accurate. Click here for a link to our recent 18 webinar 18
  • 19. There are 2,000 hours of selling time per rep per year. 50 weeks x 40 hour weeks. 19 19
  • 20. Learn More Contact us to hear the rest of the story... Email - info@salesbenchmarkindex.com Phone - 1-888-556-7338 Web: http://www.salesbenchmarkindex.com Click here to subscribe to our blog for more free daily tips & tools 20

Editor's Notes

  1. This deck is 1 of a 3 part series of Greg’s 51 tips from the sales consulting industry blog post.Keywords: Talent Management, Sales Training Programs, Sales Consulting, Sales Strategy, Sales Compensation, Sales Force Effectiveness, Channel Management, Sales incentive ideas, sales compensation plans, sales goals, sales force, sales performance, tools, sales tools, sales tips
  2. Contact us if you would like to understand how you can leverage benchmarking best practices for talent management.Email - info@salesbenchmarkindex.comPhone - 1-888-556-7338Web: http://www.salesbenchmarkindex.com